In his study, Jan Posthumus uses the grounded theory method to explore the implementation of marketing instruments such as segmentation and targeting in the recruitment of high potentials in the pharmaceutical industry. The implementation of these instruments can best be understood as the result...

Part I Spotlights on Selected European Countries: Russia -- The Netherlands -- Switzerland -- Finland -- Great Britain -- Italy -- Portugal -- Part II Sampling for Telephone Surveys: Who can be contacted by phone? Lessons from Switzerland -- Sampling Frames for Telephone Surveys in Europe --...